"Show, don’t tell" is a common mantra of top sales professionals. And that makes video a natural fit for engaging prospects. In fact, sales teams using video see a 38% lift in quota attainment, thanks to the added insight into buyer interests provided by analyzing video viewing behaviors.15
Direct sales teams who start by including video content in parts of their sales process are finding the results too good not to leverage it elsewhere. For example, software company HCSS has created a learning center on their website where potential customers can view a series of short videos answering questions related to products and services.
Channel sales and franchise organizations are using video as an effective and scalable way to deliver consistent messaging and training to their partners and franchisees. Dunkin' Brands relies on video to keep its 2,000 global franchisees informed of new products, best practices, and service updates. Similarly, SilverLine Athletics shares live streamed and on-demand video content with over 45 partners to promote hundreds of sporting events every year.
Sales teams that use video and other rich media achieved the following year over year results compared to companies that did not use video and other rich media:
140% increase in lead acceptance rate16
40% improvement in average deal size/contract value17
4.3x reduction in length of sales cycles18
How Video Has Shortened One Company's Sales Cycle by 44%